Complex Assistant Director of Sales

TITLE:   Complex Assistant Director of Sales 

DEPARTMENT: Sales 

REPORTS TO:  Complex Executive Director of Sales & Marketing

JOB SUMMARY

Overall responsibility for total revenue and yield strategies, implementation and results including group rooms, group food and beverage, meeting room rental, local catering, outlet, and other revenues. Strategies will include market mix, pricing, status, direct sales, marketing, and acquisition status and results. Maximize profitability for the hotel and provide outstanding quality service for the customers. Accountable to market performance and potential performance as well as budget, forecast, and target goals.

ESSENTIAL FUNCTIONS

Core Responsibilities

• Lead the revenue process as defined  by the EDOS assuring that the property is taking the “right mix” of      business to maximize the high demand periods and lay in the base required      for the distressed periods.
• Monitor revenue pace of Sales and    Marketing and lead the team in meeting and exceeding budgeted revenues.
• Work cooperatively between PR and   Marketing to establish strategic goals for attaining budgets.
• Direct, organize and supervise   departmental activities including, but not limited to, prospecting and qualifying potential leads, soliciting viable leads, and preparing and   presenting written proposals/contracts and oral presentations.
• Direct and develop team members’  performance by providing supervision and professional development, scheduling, coaching and counseling, timely evaluations, improving performance, and delivering recognition and reward.
• Assist in compiling sales forecasts   and budgets, collect and report sales data and manage the department budget.
• Develop target lists and action   plans for account solicitation; assist in assignment and distribution of   leads and inquiries.
• Conduct tours of the property to  meeting planners and other potential customers while informing of all hotel services available; entertain customers on the property during site      inspections, pre-planning trips, and program operation when appropriate.  Complete required site forms to alert the hotel of site tours in advance.
• Direct maintenance of sales files, accounts, and additional administrative duties.
• Develop and maintain relationships with competitive sets and actively participate in community organizations  and professional associations to maintain visibility and market share.
• Excellent knowledge of the hotel's surroundings including the history, culture, and points of interest.
• Qualify incoming leads, send proposals, contracts, and addendums when needed to negotiate group business using marketing and sales resources.
• Negotiate guest room rates, meeting room rental, function space, and hotel services within approved booking guidelines.
• Follow up on outstanding proposals and contracts to effectively close business.
• Monthly review and support to team  members in creating and achieving quarterly sales goals.
• Analyze competition, market trends and customer needs to continually assess the productivity against established goals and budgets.
• Analyze historical, current, and future hotel performance to capture the maximum amount of revenue and meet/exceed his/her individual sales goals and sales budget.
• Manage account details so all pertinent aspects of solicitation and closing are complete and documented in the required sales and catering system.
• Competently utilizes the required systems/equipment and platforms to effectively evaluate availability,  profitability and track the progress of groups from proposal through execution.
• Maintain accurate, organized, and up-to-date files including computer filing and sales platform records (attachments, traces, activities, etc.).
• The complete business evaluation process to maximize revenues for rooms with the Revenue Manager.
• Participate in monthly revenue meetings to stay abreast of strategies and to assist in making decisions for the benefit of the hotel.
• Conduct and participate in weekly department meetings to review group and catering pace, systems reports,      company/department updates.
• Actively participate in all      sales/operational meetings
• Develop and maintain a working relationship with national franchised brands.
• Complete required reporting and documentation.
• Use logic, integrity, and sound judgment when making business decisions by considering the big picture,      operational needs, and impact on other departments.
• Participate in weekly staff and group resume meetings with operations.
• Perform other duties assigned to meet business needs.
• Conduct and participate in daily business review meetings with the sales team to review current prospects,      site tours, and the previous day’s business activity.

SPECIFIC JOB KNOWLEDGE, SILLS, AND ABILITIES

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of knowledge, skills, and abilities:

• Must be able to speak, read, write and  understand the primary language(s) used in the workplace.
• Must be able to read and write to facilitate the communication process.   
• Requires good communication skills, both verbal and written. 
• Most tasks are performed in a team environment with the employee acting as a team leader. There is minimal      direct supervision.
• Must possess basic computational  ability.   
• Must possess computer skills, including, but not limited to, use of Microsoft Word and Excel. 
• Knowledge of computer accounting programs, math skills as well as budgetary analysis capabilities required.
• Extensive knowledge of sales skills.
• Ability to assess/evaluate employees’ performance fairly.
• Knowledge of revenue management.
• Ability to recruit, supervise, train and motivate multiple levels of managers.
• Knowledge of hotel and competitive market.
• Ability to analyze data and establish appropriate action plans.

AVAILABILITY

This company operates seven days a week, 24 hours a day. Generally, the position works Monday through Friday with hours varied based on business demand. At times it may be necessary to move you from your accustomed work day, to include Saturdays and Sundays, or time of work if business or task assignments demand. In addition, it should be understood that business needs determines the number of hours that you work.

In accordance with Illinois law, the anticipated pay range for this position is:

$90,000 – $95,000per year

The final offer will be based on factors including, but not limited to, relevant experience, skills, education, internal equity, and market conditions.

Eligible team members may have access to a comprehensive benefits package, which may include:

· Medical, dental, and vision insurance

· Paid time off (vacation, sick time, holidays)

· Six paid company holidays and one floating holiday 

· 401(k) with company match (up to 4%)

· Life and disability insurance

· Employee assistance programs

· Employee discounts (hotel and travel discounts)

Eligibility for benefits may vary based on position, employment status, and tenure.

Additional Compensation

This role [may/may not] be eligible for additional compensation, including:

· Bonus or incentive programs

· Commissions (if applicable)

Details will be provided during the interview process.

We are an Equal Opportunity Employer and are committed to creating an inclusive environment for all employees.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability, protected veteran status, or any other characteristic protected by applicable federal, state, or local laws